Account Executive - GovernmentSciQuest

THIS JOB HAS EXPIRED

Principal Responsibilities:
Sales Management
The Account Executive (AE) will be responsible to manage their territory to improve pipeline and business volumes for the State and Local market in North America. The AE will focus on their approach to effectively identify, qualify and track leads; make timely decisions about which opportunities SciQuest will pursue; and ensure that appropriate resources are allocated to drive and support sales. When required, work with the appropriate support personnel to oversee the sales process for specific opportunities. Establish an overall territory plan and articulate discrete actions required to win new work. The AE will manage and coordinate every aspect of specific sales opportunities?from the time that SciQuest decides to pursue an opportunity until a contract is signed. This is a ?role up your sleeves? opportunity requiring an AE to be capable of driving a sale, writing proposals, and negotiating contracts.

Business Volumes ? Pipeline/Quota
In order to achieve organic growth for SciQuest, the AE is required to generate a solid North East pipeline and to sell within the prescribed performance period. Because of the long sales cycle in government Sales, the AE is expected to develop a strong pipeline which will provide a higher probability of achieving their quota objectives in future periods.

Opportunity Tracking / SFDC
At SciQuest, all sales opportunities and activities are tracked using Salesforce.com (SFDC). When a potential opportunity is first identified, the AE is required to enter it into SFDC if not entered, and to track all the deal activities in SFDC. As SciQuest qualifies an opportunity and pursues it through its lifecycle, the AE must systematically create updates to the opportunity record and reflect current information regarding sales stage, key dates, deal size, and so on. It will be the AE?s responsibility to ensure that opportunities are maintained with current information in SFDC.

Solution Development
The AE must contribute significantly to the development of solutions being proposed for prospects. As SciQuest develops the solution for an AE?s account, the AE is to contribute significantly by clearly answering the following questions:
What is the prospect?s key business problems that we are proposing to address?
Who are the key decision makers and influencers in the account set?
What products and professional services SciQuest should propose, and what is SciQuest?s unique value proposition?
What partners, if any, does SciQuest need to engage to offer the best solution and to offset risk for SciQuest?
How should SciQuest price a proposal to ensure a competitive bid as well as acceptable financial return, keeping within the construct of SciQuest pricing parameters?
What is the competitive environment at specific accounts SciQuest is pursuing.

The key here is to ensure that the AE provides accurate information to the Sales Management and collaboratively structure competitive, tailored solutions for state and local government prospects.
Position Requirements:
Requirements:
A minimum of 5 years of State and Local sales experience in the territory assigned.
An undergraduate degree (preferred) preferably in Marketing, Business, Information Technology, with significant experience in the software and sales industry.
An understanding of ERP, SaaS offerings and procurement solutions and technology.
Proficiency in the sales processes and account/territory planning.
Proficiency in solution selling running complex sales cycles.
Contacts and relationships in the State and Local Market.
Desire to work hard and take ownership of all facets of the sales process.
Strong presentation and writing skills.
Equal Opportunity/Affirmative Action Employer M/F/D/V